DEALER communicator
May 2018
Manufacturer Sponsored NewsJournal
Connecting Manufacturers Worldwide With Dealers
TWO GREAT PRODUCT FOCUS EDITORIALS
CtP
&
Wide Format Printers
MAY 2018 MANUFACTURER SPONSORS Chuck Dusek, Dealer Channel Manager
“The migration of many print operations from traditional offset, flexography and specialty print processes will continue to compliment a rapidly growing transition to digital printing systems especially inkjet based.”
Dan Dombrowski, Business Director
“CTP’s expansion into smaller printers will rely on systems utilizing low cost equipment and supplies that are simple to purchase, install, and operate. Minimum investment, maximum reward!”
Mike Buggé
Vice President Sales
“CtP systems combined with lower cost, environmentally-friendly offset plates allow dealers to still provide their printing customers with the best opportunity to produce high quality printing at competitive pricing.” Dealer Communicator • May 2018 • 1
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2 • May 2018 • Dealer Communicator
Also Add New Business With The Same Sign Shops You Are Selling To Now. Offer Them New Force Magnetic Receptive Materials To Create Removable Signage. Available In 60” Rolls.
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Dealer Communicator • May 2018 • 3
PERSONALLY SPEAKING BY
O. MIKE FICHERA, PUBLISHER
WELCOME TO THE 455th EDITION OF THE ONLY NEWSJOURNAL IN AMERICA DEDICATED TO SUPPORTING THE DEALER-MANUFACTURER CHANNEL
CLICK THE VIDEO BELOW TO VIEW THE TENTH OF A SERIES OF LEARNING SESSIONS BY BRIAN JOHNSON OF OPTIMIZE
Title: Public Speaking 101 VIDEO
Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX
DAA International, Inc. .............................................25 Glunz & Jensen........................................................23 Manufacturing Directions, Inc. ..............................7,21 MDI........................................................................7,21 New Force Magnetics Co.................................... 2 & 3 Precision 3D Filament ..............................................11
PRINT 18..................................................................13 Printware ..................................................................19 PVC Spiral Supply.................................................5,15 William B. Rudow, Inc...............................................20 YUL Technologies............................................ 16 & 17
4 • May 2018 • Dealer Communicator
Table of Contents 4 .....Personally Speaking - by O. Mike Fichera, Publisher 6 .....Dealer News 9 .....News 4 Dealers 10 ...WIDE FORMAT / SIGN SUPPLY SECTION - Major Article: .........Wide Format Printers: The Coming Battle - by Tim Greene 18 ...GENERAL NEWS SECTION - Product Focus: ........Computer To Plate Opportunities The Dealer Channel Improvement Center 26 ...Are your Salespeople going into battle with Garden Tools or Weapons? ........ That all depends on you! - by Bob Licari 28 ...Industry Articles Helpful To Dealers ........
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Dealer Communicator Click here to dealer inquiry form
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DEALER NEWS Southeast U.S., has announced the opening of a wide format demo center at its Orlando branch located at 7601 Kingspointe Parkway, Des Plaines Orlando, Florida. The demo center Office Equip- houses wide format print equipment (DPOE) ment and substrates from best-inhas announced class suppliers. that Solutions Sales Special- In addition to the equipment and substrates, Mac Papers also proist, Nicole Miceli of Pala- vides training, services, and support to help customers maximize tine, IL, has achieved Gold Level Certification the effectiveness of their wide for the 6th year in a row. This certification, issued by Sharp Electronics, is the highest level Birthday awarded to sales representatives Anniversary and requires hours of studying and Announcements the successful completion of a series comprehensive examinations. Click Here For One Minute Audio There are three different tiers of the Sharp certification – bronze, silver and gold. Click On Button Above To Play
DPOE’s Nicole Miceli Earns Sharp Gold Level Certification For Sixth Year In A Row
&
Mac Papers Opens Wide Format Demo Center In Orlando Area
Mac Papers, one of the largest merchant distributors in the
6 • May 2018 • Dealer Communicator
DEALER NEWS Continued format equipment. The company’s wide format experts will analyze all stages of workflow, from creation to press room, then recommend ways to optimize the entire process.
tion, call 844-MAC-WIDE (844-622-9433), or email: wideformat@macpapers.com.
The Mac Papers Orlando branch wide format demo center is open by appointment Monday through Friday from 8:00 a.m. to 5:00 p.m. To schedule a visit and demonstra-
Relyco, a 30 year pioneer in the specialty paper and payment solutions arena, would like to introduce Katie to the dealer commu-
Get to Know Relyco – Katie Rosenholm
...
Continued On Next Page
A Trusted Logo By Dealers That Sell & Service Floor Model Folding Machines Every roller backed by a guarantee of satisfaction
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Click here to dealer inquiry form • May 2018 • 7 Dealer Communicator
DEALER NEWS Continued nity. Katie Rosenholm has served as Relyco Digital Marketing Intern for almost a year. She is currently a senior at the University of New Hampshire. She originally started off as a summer intern last year, but when asked to stay on to help them part-time during the school year she agreed.
Shamrock Office Solutions Sponsors Patriots
Shamrock Office Solutions, a business technology provider, has been pleased to be a Patriots Sponsor for one of the largest annual fundraisers for the Marine Corp Scholarship Foundation, the prestigious “Patriots at Pebble” golf tournament and dinner held annually in Pebble Beach, California. Shamrock has committed an Katie has stayed busy over the last annual scholarship to a deserving several months at Relyco. She’s child of a Marine for the past three taken their social media channels years. DC to the next level by spearheading two Facebook ad campaigns while simultaneously working on Thought For The Month weekly and monthly marketing reports for management. She also The difference had a hand in creating our digital catalog and she continues to work between on regular updates for it.
a dream and a goal is a timeline.
8 • May 2018 • Dealer Communicator
News
4 Dealers
INKISH.TV And Association For Print Technologies Announce New Partnership For PRINT® 18
Dan Barefoot Named VP Global Sales And Marketing Of Prism Inks Barefoot will be responsible for working with the Prism Inks management team in enhancing their distribution channel, new marketing initiatives and driving the development of new opportunities for Prism.
The Association for Print Technologies (APTechSM) has partnered with INKISH.TV, independent online TV channel for—and about—the printing industry, to further extend the global presence enjoyed by APTech’s signature event, PRINT® 18. In this newly formed Barefoot joins the Prism team partnership, the two will join through their acquisition of forces to inform and inspire Graphics One in 2017, where he printers, brand owners and the will continue to be involved in the entire graphic communications day-to-day management. Barefoot value chain with online content to founded Graphics One in 2000. drive industry growth and success According to Amir Ajanee, CEO, worldwide. Prism Inks, “Dan and I have “It’s important to us to work worked together since the foundbroadly with many industry ing of our mutual companies. Prism Inks has been expanding at stakeholders to drive the success of the global printing and graphic an explosive rate and welcomes communications community,” said the addition of Dan to help us continue to execute our aggressive APTech President Thayer Long. DC plans over the years to come.” Dealer Communicator • May 2018 • 9
WIDE FORMAT &
SIGN SUPPLIES
Wide Format Printers: The Coming Battle By Tim Greene, IDC Research Director – Hardcopy Solutions
As an analyst covering large format printing technologies one of the things I am watching closely is the exchange between different large format printing technologies. While each technology has its strengths and weaknesses and each serve important roles in the market, every now and then though we see what I’d call displacement – the growth of one technology impacting the growth of others. That brings me to some of the interesting products we saw at the recent ISA SignExpo show that we think are going to make a big impact on the large format printing market in the next few years. As we see it there is a
growing threat of displacement of older large format eco-solvent inkjet printing equipment by the new generation of UV-curable and Latex printers.
Roland and Mimaki are the top suppliers of eco-solvent inkjet printers. They know the sign market and its proclivity towards low-priced large format printing systems. Both companies had their large format UV-curable rollto-roll printers on their booths at ISA SignExpo, signaling that aforementioned displacement, as they shift their focus onto UVbased printers and away from eco-solvent inkjet. At SignExpo Roland was featuring the VersaUV LEC-series UV-curable inkjet roll-
10 • May 2018 • Dealer Communicator
WIDE FORMAT SECTION - Continued to-roll printers, which come in 30- and 54-inch widths. Mimaki already had the 64-inch wide UCJV-150 and UCJV-300 UVcurable LED printers which are aggressively priced below $20K. Then at the SignExpo Mimaki actually expanded its product line with smaller footprint devices that extend the UCJV line. These 64inch wide UV-curable roll-to-roll
printers can replace eco-solvent inkjet for the production of labels, decals, vehicle graphics, and other applications.
Probably the biggest story at the ISA SignExpo show was the softlaunch of HP’s Latex for rigid substrate printing. There’s not a lot of information available yet about these printers as they are
Continued On Next Page
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WIDE FORMAT SECTION - Continued expected to be launched later this month at FESPA in Europe, but the introduction of a flatbed printing technology other than UV-curable is certainly important. In its technology demonstrations HP clearly positioned Latex flatbed against UV, citing better image quality, a single ink for all substrates, and better performance when printing with white ink since many UV printers slow down significantly when printing with white ink. Early impressions of
the technology were very positive, which sets up an opportunity for Latex to displace some of the installed base of large format UVcurable inkjet printers.
However, UV is going to be hard to displace, as it is a wellestablished technology for producing graphics onto a variety of substrates at a low running cost. One of the main characteristics of the UV market is that there Continued On Page 14
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WIDE FORMAT SECTION - Continued are many suppliers of UV flatbed printers, and Mutoh joined the fray among large format flatbed UV-curable inkjet suppliers when it launched the PerformanceJet 2508UF, the company’s first true 4’ x 8’ flatbed printer. IDC is projecting strong growth, more than 20 percent per year, in the Latex and UV-curable inkjet segments in North America through the present forecast period so these are key technologies enabling the growth of large format digital
printing. One interesting issue related to these technologies is that manufacturers often sell direct or restrict distribution to a subset of dealer partners. Dealers should prepare to meet the needs of service providers using these technologies with inks, materials, and finishing products. DC Tim Greene, Research Director – Hardcopy Solutions, International Data Corp. (IDC), will field your questions, comments or arguments by email: tgreene@idc.com
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Dealer Communicator Click here to dealer inquiry form
• May 2018 • 15
So Tell Me . . .
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16 • May 2018 • Dealer Communicator
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• May 2018 • 17
Computer to Plate Opportunities
Although the good old days of film are gone CtP Sales By Dealers Are Still As Alive As Ever! computer to plate devices it is also about the systems that front end the output technologies. The same steps followed to generate plates can also generate imposed files for digital output with some changes in the software profiles. Most important is that printers moved from making adjustments on press to tweaking the images before outputting. The benefits of CtP are not just in some labor savThe real breakthroughs in CtP came ings on the output side: it is in reducin the 1990’s. By this time imageset- ing remakes, eliminating hotspots and ter manufacturers were widening their improving registration. As a result machines to output larger films. The makereadies are faster, color is betone problem was software to impose ter and printers have flexibility in the the completed pages in a printer’s technology they want to use for the spread (for signatures). A group of job. Montreal printers and programmers To put things into perspective Dealer worked on developing imposition software and in the late 1980’s form- Communicator (DC) looked at the ing a company called Ultimate Tech- background and products from three different CtP manufacturers with noGraphics introducing Impostrip. This major development allowed the products for a variety of markets. user to go from typesetter to finished Their products reflect the trend towards systems that are efficient and one-piece films and by the midprovide the ways and means of reduc1990’s direct to plate. ing pressroom costs. All this history may not seem important but while this article is about Most printers today no longer remember the good old days of shooting artwork in a process camera, developing the film, assembling the films on a light table and then making plates in a vacuum frame. It took almost 15 years from the introduction of 4 and 8 page Computer to Plate (CtP) systems for this technology to become an intricate part of the prepress functions.
18 • May 2018 • Dealer Communicator
CtP system, PlateStream™, offering higher speeds and lower variable cost. In the 2000’s Printware contincontinued ued to develop its CtP technologies to offer chemistry free polyester CtP CtP Beginnings systems and supplies along with PDF One of the pioneering comcompatible Harlequin RIPs. And in panies in CtP is Printware (www.printware.com). The company 2015 started a factory refurbished CtP introduced in 1987 the first commer- program that offers Printware manufactured platemakers through its dealcially successful computer-to-plate system. Their technology made use of ers at affordable prices. This program laser markers to generate high resolu- makes it easy for dealers to sell more tion punched press ready paper plates CtP units to their existing customers who can use backups at high producat a relatively low cost. In January tion times. Printware has consistently 1995 they introduced a polyester Continued On Next Page
Product Focus
Click here toDealer dealerCommunicator inquiry form• May 2018 • 19
ways they print in this rapidly imaging changing world. He then pointed out some of the biggest changes continued Printware lived through as they reprovided the lowest cost of ownership lated to profitable Computer-to-Plate with their CtP systems for the small technologies. “Our goal of producing to medium sized printers in addition a high quality ready-to-hang printing to higher volume printers. plate on press has always been our objective and we’ve seen many new Dealer Communicator (DC) asked plate materials, new imaging techTim Murphy, President of Printnologies and new pre/post processing ware (www.printwareinc.com) to that helps make that a proven reality give us some insights to the changing over the last decades. Adding post or world of printing and how it affects inline alignment for printing plates the CtP markets. Regarding Printis a significant change that allows ware’s business objectives, Murphy for radically lower press make ready commented that they are committed for print operations. For example, in to helping their printing customers the polyester short run CtP world we become more profitable in all the added both inline plate processing and plate punching for common press pin sets (BacherC2000 and Pinbar) that provided a significant advantage for printers running quick change jobs so every job is perfectly aligned to just ‘hang and run’.”
Product Focus
William B. Rudow Inc.
www.suckers.com info@rudow.com
20 • May 2018 • Dealer Communicator
Click here to dealer inquiry form
Another aspect of the CtP workflow is in software systems. DC asked Mr. Murphy for some comments on how the
workflow affects the overall prepress workflow and the software involved in CtP. He commented: “The digital front ends and customer workflows for entering, approving and sending print ready files to any output device have been transformed into a complex automation.” He pointed out that platemaking automation has resulted into savings in the approval and proofing costs. The savings have been helped along by the adoption of PDF standards along with eliminating many prepress problems through better workflow and color management systems. Murphy further commented saying: “It is quite common that cus-
tomers may purchase a CtP system and upgrade their workflows, operating systems and RIPs over the course of a decade – allowing a single capital investment to continue to meet higher demanding printing goals in the press room while extending the useful life of the CtP unit.” Printware from their beginnings has a history of dealer and customer support using on-site help and training videos. Mr. Murphy pointed out: “One of the most significant changes in our industry is more affordable, more accessible and more comprehensive service and support proContinued On Next Page
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CtP plates. This move allowed Glunz & Jensen to successfully transition their business from being a large continued producer of film processors, to begrams.” He continued: “Successful coming the largest producer of offset manufacturers offer customers low plate processing technologies in the cost ways to maintain, upgrade and global market. The majority of their support workhorse legacy CtP sysCtP plate processors for UV-conventems.” He also pointed out that train- tional, thermal, violet photopolymer ing is more effectively done on the and low-chemistry plates are private customer’s press room floor with re- labeled to the largest producers of mote diagnostics including YouTube offset printing plates today. Distribuvideos often worth 2 days in the field. tion of Glunz & Jensen products is via OEM/Private Label partner chanFrom Film to Inkjet CtP nels and their respective Dealers and Another CtP pioneer is the Danish Distributors. firm, Glunz & Jensen (G&J) (http: In the early 2000’s, G&J was look//glunz-jensen.com). DC contacted ing to acquire a new technology to Michael C. Buggé, Vice President, enter directly into the CtP market to Sales, Northern America to get backoffer a more affordable and environground on the company and its mentally-friendly CtP alternative to products. the more expensive CtP technologies Glunz & Jensen was founded over 45 available at that time. Many of the years ago as a dominant manufacturer smaller commercial printers, in-plants and small daily/weekly newspapers and global supplier of rapid access film processors, most of them private simply couldn’t afford the very expensive YAG, violet or thermal laser labeled by the largest graphic arts systems. And, many of the smaller film producers. For more than three decades, Glunz & Jensen continued to printers didn’t have the need for the produce and supply film and polyes- larger format, higher productivity CtP ter plate processors to the market. At systems on the market. DRUPA ’95 they introduced a comAt Graph Expo 2004, Glunz & Jenplete family of “InterPlater” brand sen introduced their first generation offset plate processors for the newest “iCtPTM” inkjet Computer-to-Plate
Product Focus
22 • May 2018 • Dealer Communicator
system with the PlateWriterTM 4200, a complete CtP system including an inkjet print engine, integrated Finishing Unit and Harlequin-based Xitron Navigator RIP and G&J-Screening technology. Their platemaker utilized proprietary “Liquid Dot” imaging fluid to write or “jet” the image onto what was essentially a blank, grained and anodized aluminum offset plate. The plate was finished on an inline integrated “finishing unit” where the plate was baked, gummed and dried could be punched, ready for press. The plate required no special press setup or chemicals and were capable of producing 4-color work up to 50,000 impressions.
As inkjet printer technology improved, so did the quality of image output and productivity. Starting in 2008 G&J introduced their next generation of iCtP PlateWriters initially targeting the 2-up and 4-up press markets. In 2011 the iCtP PlateWriter developments continued with the introduction of the PlateWriter 3000 for commercial printers and the NewsWriterTM as a dedicated platemaking system for small newspapers. The developments continued with G&J offering an 8-up format PlateWriter 8000 and NewsWriter XL systems and more recently they introduced the latest generation PlateWriter 3600 Pro.Today, over 2,000 PlaterWriters
Click here toDealer dealerCommunicator inquiry form• May 2018 • 23
Product Focus continued
are in operation worldwide. All the iCtP systems are sold via G&J’s global network of dealers and distributors, while some have been sold by our private label partners. The largest population of PlateWriter systems is installed in the USA and Canada and they continue to be serviced and supported by our Dealers, our third-party service providers and via our Call Center. In addition to a wide range of CtP units G&J offers a full line of consumable supplies: iPlates, Liquid DotTM and Maintenance Fluids, iFinisher and iPlate Cleaner. All related spare parts are stocked locally in their Quakertown, PA warehouse location backed by their corporate central warehouse located in Denmark. Small Offset Presses are Alive One other company offering inkjet plates is DAA International LLC (http://daainternational.com) DC spoke to Liam Clarke, a technical specialist for the company’s Genie Jet CtP system. Asked about the makeup of their customer base he told DC that DAA has a relatively low cost CtP system for smaller duplica-
tor sized presses. Their customers include many quick printers (franchises and independents) who have work that does not fit digital presses. Heavy coverage, matched spot colors, unique substrates and inline functions are still best done on an offset press. The Genie Jet system uses a standard Epson printer, the Genie RIP, polyester plates and a dryer. It is a chemistry free process. Without a change of inks the printer can also be used for color printing and proofing. According to Liam, what have made this system attractive to the small press market are the price (around $2,000), the simplicity of operation and the flexibility of the equipment (e.g., platemaking and color printing). It is easy to feel that all the quick printers, inplants, schools or small “Mom and Pop” commercial shops have gotten rid of their offset presses/ duplicators. However, we now realize that there still is a large need for CtP units for this market. DAA International is one company focused on this need. The Last Word on the Future Tim Murphy, of Printware told DC that the migration of many print operations from traditional offset, flexography and specialty print processes will continue to compliment
24 • May 2018 • Dealer Communicator
a rapidly growing transition to digital printing systems especially inkjet based. Printware already sells a benchtop digital inkjet envelope press (iJetColor.com) that provides full color printing sits side by side with their polyester CtP platesetters. Murphy pointed out “that neither solution solves all print needs – but together they offer a printer the most profitable way to move work through their shop to help their customers more effectively communicate.”
There are many opportunities today for sales of CtP systems. The purpose
of this article is to make sure dealers know that the market for CtP is alive and well. There are opportunities for cost effective solutions for all types of printers. There are chemistry free, easy to use and cost effective solutions for all sizes of traditional offset printing presses. Due to the shorter runs and needs for faster turnarounds most printing companies cannot afford a single CtP unit that will become a production bottleneck. It is up to the dealers to know their customer needs and provide the best solutions. DC
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Click here toDealer dealerCommunicator inquiry form• May 2018 • 25
Are your Salespeople going into battle with Garden Tools or Weapons? That all depends on you! by Bob Licari, BrainSell Services Those of us who have built successful Dealerships, in whatever industry that was their focus, know the amounts of effort and drive that is needed to survive and prosper in a new business. Sales are only a part of the recipe that went into making the business successful. Now that business is good and you find yourself in a comfortable place, sales are flowing and you now have Salespeople on the street hunting the business you profit from. Should you now relax, and let them do all the work? Not if your sights are on long term success! So, what is your part of this new equation for success? Don’t take for granted the business you have developed. It still takes effort on your part to keep that
business and grow new revenue streams that will feed your Salespeople and your company with future profits. In any given industry that survives by new sales from current Customers and New Customers alike, needs to constantly recreate “their company’s reason for being”. By making your advertising current and focused to support your Dealerships “Brand” and image you will help create the sales cycle both you and your sales teams need to exist. You must manage expectations by creating thought provoking marketing to sell your products and support your sales teams. Of course, there are costs involved in supporting your sales teams, those costs are the essential fuels that drive your sales teams and help generate
26 • May 2018 • Dealer Communicator
their success and profit. Don’t think your part is only providing a job and a pay check. Your teams will look to you for guidance and structure to fuel their success and in turn yours. Your Salespeople need support, you need to offer quality products and services for them to sell. Don’t sacrifice on supporting materials and compromise your sales team’s efforts to find new business. Remember any new business you win came from someone else’s plate! Arm your salespeople with the tools for a proper presentation of your services and products. Be competitive in your pricing, most of all build your business on quality customer support and product knowledge. Know your markets and who or what you are up against selling in the same market, watch what they do as well as your own actions to learn how to beat your competitors. By knowing who your competitors are you will learn how to fight them and win. Create
compelling promotional materials for your salesforce. Perceptions can make you or break you, don’t send your sales teams out to Clients without the proper ammunition and weapons to fight and win against your competition. DC Bob provides turnkey marketing solutions and has been serving the Mailing, Fulfillment and Packaging Industries for over 35 years. He can be reached at: BobLicari@BrainSell Services.com, Ph: 754-779-4296 or visit his website at www.BrainSellServices.com.
Thought For The Month The difference between a dream and a goal is a timeline.
Dealer Communicator • May 2018 • 27
Industry Articles Helpful To Dealers • It’s All In The Details . . . Dye-sub transfer printing
An excellent article for dealers who want to know more about Dye-Sub Transfer Printing Digital Output Magazine // Page 15 - February 2018 www.digitaloutput.net
• What’s Ahead For The Economy And Print An economic forcast For 2018
An excellent article for dealers who want to know what’s ahead of them this year The Magazine - Printing Industries of America // Page 4 - Winter 2018 www.printing.org
• Sign Connection Improving your profitability using benchmarks
An excellent article for dealers who want to help signshop owners improve profitability Wide-Format & Signage // Page 20 - December 2017 www.printingnews.com
• Environmental Branding Welcome to large format wall and window murals An excellent article for dealers who want to help signshop owners get new ideas Sign Builder Illustrated // Page 4 - February 2018 www.signshop.com 28 • May 2018 • Dealer Communicator